How to Sell Your ‘Invisible’ Services to Prospective Clients
A 1999 book by Harry Beckwith provides remarkable insights into marketing an intangible service like financial planning. Beware: they're not choosing you for your brilliance.
Insite Showcases Growth, Leaders, Advice and More
Attendance at Pershing's Insite 2006 meeting in Hollywood, Fla., rose 40 percent over the 2005 event, says Ron Fiske, managing director of the clearing firm....
For Your Bookshelf
Here's my list of the best marketing books (modesty prevents me from mentioning any written by a certain L. Chambers). To order, you can visit...
Absolute Truths on Marketing
Harry Beckwith is a marketing genius and advisors can learn a lot from him. His first book, Selling the Invisible (Warner Books, 1997), has sold...